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| Imagen de cubierta | Tipo de ítem | Biblioteca actual | Biblioteca de origen | Colección | Ubicación en estantería | Signatura topográfica | Materiales especificados | Info Vol | URL | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | Prioridad de la cola de reserva de ejemplar | Reservas para cursos | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Libro | Biblioteca Encarnación Valdés Colección General bev | 658.81 D151s4 (Navegar estantería(Abre debajo)) | Disponible | 80000001331811 |
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Descripciones mejoradas de Syndetics:
The authors not only provide students with the basics of sales management and what is involved in personal selling but also make it practical and interesting as well. Each chapter begins with short vignettes and features role-playing exercises to challenge and motivate pupils. Extensive references pertaining to the practice of major companies are extremely helpful when interviewing and add realism and credibility. New topics include: account and territory management, evaluating overall sales force performances, controlling individual salespeople and much more.
Includes indexes.
Tabla de contenidos provista por Syndetics
- 1 Introduction to Selling and Sales Management
- 2 Strategic and Sales Program Planning
- Sales Management Resource: Estimating Potential and Forecasting Sales
- Management Resource: Sales Force Investment and Budgeting
- 3 Sales Opportunity Management
- 4 Account Relationship Management
- 5 Customer Interaction Management
- 6 Sales Force Organization
- Management Resource: Territory Design
- 7 Recruiting and Selecting Sales Personnel
- 8 Sales Training
- 9 Leadership
- 10 Ethical Leadership
- 11 Motivating Salespeople
- 12 Compensating Salespeople
- 13 Evaluating Performance
- References
- Credits
- Key Term and Subject Index
- Author Index
- Company Index
- Case Index